What keeps you up at night?

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1 What keeps you up at night? A seminar for business owners Michael J. Kearns, CLU ChFC Financial Advisor The Northwestern Mutual Life Insurance Company Milwaukee, Wisconsin

2 Can I retire in 10 years? Can this business fund my retirement? What if my partner dies? Do I want to do business with his son? Now I ve personally guaranteed a loan for this business. I could lose everything. If I get hurt and can t work, what happens to this business? To my family? 2

3 Expanding the business makes sense. Can I get the credit I need? This business is a key part of my life and my family s life. How do I make sure my family gets to enjoy the value of all my hard work? Why are there so many questions? Where are the answers? 3

4 I can t keep doing it all myself. How do I attract the best and brightest to help me grow this business? My biggest competitor provides top notch benefits. Do I need to provide better benefits? I can t believe I missed another school event working late. The kids are disappointed, and so am I. 4

5 Purpose Get acquainted with other business owners Address some of the key financial issues keeping you up at night 5

6 Takeaways for You Identify and prioritize goals and concerns Understand business planning strategies 6

7 I want your feedback, too Let s begin 7

8 What keeps Business Owners up at night? Respondents very concerned or somewhat concerned: Cost of health insurance & benefits 93% Finding and keeping employees 90% Having enough money to retire 86% Safety and security of business 84% Having a business succession plan 76% Finding business advisors to trust 64% The Network of City Business Journals,

9 What keeps you up at night? Complete the Objectives and Priorities checklist Use a rating scale of 1-10 with 10 being the most important 9

10 Objectives and Priorities Scale 1 10 (10 being very important) The death or disability of a key employee Cash flow if the event of a disability Business continuation planning Recruit, retain and reward key employees Executive benefits for select employees Employee benefit programs Long-term care needs for you and your employees Funding personal financial goals (retirement, college, etc.) Investment strategy for retirement plans Asset preservation for the next generation Credit for business expansion Protect personally guaranteed corporate loans 10

11 How did you match up to other Business Owners? It s all about managing assets and liabilities Employees are assets = human capital Employee benefits = attract and retain talent pool 11

12 Four Critical Asset Classes 1. The physical assets of the business Buildings, machinery, cars, trucks 2. The employees 3. The business itself Reputation, goodwill, client relationships 4. The business owner As a key person and owner 12

13 Four Key Financial Areas 1. Risk Management 2. Employee Benefits 3. Business Succession 4. Personal Needs 13

14 Risk Management Physical Assets Property and casualty coverage Liability coverage People Assets Non-compete clauses Loss of employee due to death or disability Loss of key revenue generator due to death or disability (keeping the lights on) 14

15 Risk Management The Facts 80% of businesses own property/casualty, almost all of which is business liability 58% of businesses carry individual business life insurance on a key employee 49% of businesses carry disability coverage on a key employee 47% of businesses have disability overhead coverage LIMRA: Small Business Owners,

16 Risk Management Key Questions Is your liability insurance current? Have you protected your ability to generate income? How will business expenses be paid if you become disabled? What if a key employee died or became disabled? 16

17 Employee Benefits * Qualified Benefits for all full-time employees Non-Qualified Benefits for select employees 17

18 Why Offer Employee Benefits *? The right thing to do Attract and retain employees Owners need coverage, too Remain competitive Employees expect them 18

19 Employee Benefits * - The Facts Nearly 80% of job seekers rate as very important when considering new job opportunities 70% of businesses offer some type of group benefit Health (86%) Dental (62%) Drug (80%) Group Life (61%) Retirement (50%) Group Disability (47%) 46% of businesses offer some executive benefits beyond group benefits LIMRA: A Subtle Shift Examining Employee Benefits in the Midst of Economic Uncertainty, 2009 LIMRA: Small Business Owners,

20 Employee Benefits * Average Per Firm Spending: 1 to 4 EEs 5 to 19 EEs 20 to 99 EEs 100 to 499 EEs Health insurance $ 2,490 $ 14,680 $ 92,480 $ 325,980 Pension plans 2,070 3,920 35,580 78,900 Education/training 530 1,890 7,130 27,470 Life/disability insurance 490 1,500 7,181 15,920 Dental insurance ,450 18,080 The Network of City Business Journals: The Pulse of American Business 2005, Buying Power 20

21 Employee Benefits * 8.2% of overall spending +3.8% growth vs Average per firm spending 1-4: $ 7, : $ 142, : $ 21, : $ 474,500 Includes: health, dental, life insurance, disability insurance, pension plans, education or training The Network of City Business Journals: The Pulse of American Business 2005, Buying Power 21

22 Employee Benefits * Key Questions Are you distinguishing yourself from the competition? Are you benefiting from your employee benefits? Do you want/need to attract, retain or reward key employees? 22

23 Succession Planning Business successor options: Family/children Other owners or employees Third party Liquidate Business transfer triggers: Death Disability Retirement 23

24 Succession Planning Biggest source of conflict in a family business centers around issue of succession. Reluctance of founder to turn over reins to younger generation. Children in business disagreeing with each other over business decisions. Children not adequately prepared to take over the business. Despite this, children as successors is the norm. 24

25 Succession Planning The Facts 24% of businesses have a professional valuation 35% of businesses have a formal succession plan 31% of family businesses have a written succession plan LIMRA: Small Business Owners,

26 Succession Planning Key Questions When do you want to exit the business? Who will be your successor? What is the value of the business? How will you get your value from the business? How will your successor pay you? 26

27 Personal Financial Needs Difficult to separate financial goals of the business from personal financial goals Business can help to fund personal planning of the owner 27

28 Personal Financial Needs The Facts Typical Business Owners: 49 years of age 77% are married Work on average 55 hours each week Want value, not necessarily lowest price Business equals 44% of net worth 49% are family owned LIMRA: US Small Businesses in 2000, 2001 LIMRA: Small Business Owners,

29 Personal Financial Needs Key Questions What would happen to your income if you could not work? How would the business pay you? What role does the business play in your retirement planning? Do you have the flexibility to grow your business, while also providing for your family? 29

30 An Integrated Approach for You and Your Business Estate needs Trust services Liquidity planning Exit strategies Retirement income Education funding Asset and income protection Investment services Group employee benefits Retirement solutions Benefits for select employees Employer-sponsored benefits Liability coverage Protect business from loss of owners or key employees The products and services referenced are offered and sold only through appropriately appointed and licensed representatives. Northwestern Mutual Life Insurance Company Milwaukee, Wisconsin 30

31 Four Stages of Business Development 1. Startup 2. Growth 3. Maturity 4. Transfer 31

32 Startup Phase Risk Management Protect against business liability Protect business from loss of owners or key employees Employee Benefits Group medical Group life Group disability Business Succession Personal Planning Protect income Protect family Retirement 32

33 Growth Phase Risk Management Expanded protection against loss Employee Benefits Group benefits (disability, life, dental, vision, etc) Basic retirement Selective retirement and benefit programs Business Succession What will you do with your business? How transfer and to whom Buy-sell agreement Personal Planning Review personal objectives 33

34 Maturity Phase Risk Management Expanded protection against loss Employee Benefits Selective benefits for key employees Disability Long-term care Retirement Business Succession Review transition plan and agreements Personal Planning Review personal objectives Estate planning 34

35 Transfer Phase Risk Management Review/transfer protection plans Employee Benefits Review/transfer benefit plans Business Succession Implement exit strategy Personal Planning Review personal objectives and plans Review estate plan 35

36 The Role of an Advisor Asks you thought provoking questions Develops an understanding of your business, your industry Doesn t use a one size fits all approach Collaborates with you to build a plan around YOUR business and personal goals, needs and objectives 36

37 The Role of an Advisor The Facts Business owners tend to seek advice of professionals: 66% prefer one advisor for both personal and business needs 48% have a primary financial advisor Top three advisors: Accountant Financial Representative Lawyer LIMRA: US Small Businesses in 2000, 2001 LIMRA: Small Business Owners,

38 Let s review At what stage of development is your business? Are you monitoring the four key financial areas? Have you protected the four asset classes? No time like NOW to begin the review process and get the help you need, so you can sleep better at night. 38

39 I want your feedback Please remember to complete the evaluation form. Return it to the table at the back of the room. Lastly, thank you and sleep tight! 39

40 I m confident that all my questions have answers, and that they re the right answers for the business, my family and me. It s going to be a great day. 40

41 Disclosure The Northwestern Mutual Life Insurance Company (NM), Milwaukee, WI (life insurance, annuities, and disability income insurance). Northwestern Long Term Care Insurance Company (long-term care insurance), Milwaukee, WI, a subsidiary of NM. Securities and advisory services are offered through Northwestern Mutual Investment Services, LLC (NMIS), 611 E. Wisconsin Ave., Suite 300, Milwaukee, WI 53202, , registered investment adviser, member NASD and SIPC. Northwestern Mutual Wealth Management Company, Milwaukee, WI, a wholly-owned company of NM, a limited purpose federal savings bank and a registered investment adviser. The products and services referenced are offered and sold only through appropriately appointed and licensed representatives. *Offered through Strategic Employee Benefit Services, a nationwide program providing employee benefit services exclusively through Northwestern Mutual representatives. Pertains to slides 19 through

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